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BLACKBAUD : New Research Finds that Integrated Direct Marketing is Essential for Maximizing the Long-term Value of Online-Acquired Donors

05/31/2011 | 09:40am US/Eastern

Blackbaud (Nasdaq: BLKB) today announced the publication of the 2011 donorCentrics Internet and Multichannel Giving Benchmarking Report, which features research on nonprofit online giving in the context of an integrated direct marketing program. The Report also includes an extended analysis on the value of multichannel giving.

> View the full Report at www.blackbaud.com/multichannel

Developed by Blackbaud's Target Analytics company, the Report finds that although multichannel giving has become a popular objective of nonprofits as a way to build constituent support, it is not widely practiced. The large majority of donors give through only one channel and use only direct mail as their vehicle for donations. According to the Report, the only donors who do significant multichannel giving are new donors acquired online. Large numbers of these donors switch to direct mail giving in subsequent years. This is the group of donors for which multichannel giving is crucial for garnering repeat gifts and realizing true long-term giving potential.

"The Internet is becoming an increasingly important acquisition channel but has not proven to be as effective for retention," said Rob Harris, Target Analytics' director of analytic products and a co-author of the study. "It is the ability of online-acquired donors to use another channel - that is, to start giving through direct mail - that significantly boosts the long-term value of this group of donors. The most successful organizations have integrated online and offline marketing teams and CRM systems to develop effective multichannel communication strategies that can maximize donor value."

The research also finds that for donors already on file, evidence of past multichannel giving is not a predictive factor for future retention or long-term value. Traditional direct marketing segmentation variables such as recency, frequency, and gift amount are far more predictive.

Other key findings about online donors include:

 

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  The majority of gifts are still received through direct mail, although it has become increasingly common for new donors to give their first gift online.
 

 

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Online-acquired donors are significantly younger and tend to have higher household incomes than mail-acquired donors.
 

 

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Online-acquired donors tend to give much larger gifts but have slightly lower retention rates than mail-acquired donors.
 

 

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In aggregate, online-acquired donors have much higher cumulative value over the long term than traditional mail-acquired donors. However, long-term value varies depending on the donor's origin gift level, and the substantially higher gift amounts given by online-acquired donors can mask issues with retention.

The data presented in the Report comes from the most recent transactional data available for the 28 organizations participating in Target Analytics' donorCentrics online benchmarking service in 2010. The organizations that participate in these online benchmarking groups are prominent national nonprofits covering a range of sectors, including animal welfare, the environment, health, human services, international relief, and societal benefit.

The complete analysis, including a list of participants in the 2010 online benchmarking groups, can be found at www.blackbaud.com/multichannel.

About Blackbaud

Blackbaud is the leading global provider of software and services designed specifically for nonprofit organizations, enabling them to improve operational efficiency, build strong relationships, and raise more money to support their missions. Approximately 24,000 organizations -- including The American Red Cross, Cancer Research UK, Earthjustice, International Fund for Animal Welfare, Lincoln Center, The Salvation Army, The Taft School, Tulsa Community Foundation, Ursinus College, the WGBH Educational Foundation, and Yale University -- use one or more Blackbaud products and services for fundraising, constituent relationship management, financial management, website management, direct marketing, education administration, ticketing, business intelligence, prospect research, consulting, and analytics. Since 1981, Blackbaud's sole focus and expertise has been partnering with nonprofits and providing them the solutions they need to make a difference in their local communities and worldwide. Headquartered in the United States, Blackbaud also has operations in Australia, Canada, Hong Kong, the Netherlands, and the United Kingdom. For more information, visit www.blackbaud.com.

Forward-looking Statements

Except for historical information, all of the statements, expectations, and assumptions contained in this news release are forward-looking statements that involve a number of risks and uncertainties. Although Blackbaud attempts to be accurate in making these forward-looking statements, it is possible that future circumstances might differ from the assumptions on which such statements are based. In addition, other important factors that could cause results to differ materially include the following: general economic risks; uncertainty regarding increased business and renewals from existing customers; continued success in sales growth; management of integration of acquired companies and other risks associated with acquisitions; risks associated with successful implementation of multiple integrated software products; the ability to attract and retain key personnel; risks related to our dividend policy and share repurchase program, including potential limitations on our ability to grow and the possibility that we might discontinue payment of dividends; risks relating to restrictions imposed by the credit facility; risks associated with management of growth; lengthy sales and implementation cycles, particularly in larger organization; technological changes that make our products and services less competitive; and the other risk factors set forth from time to time in the SEC filings for Blackbaud, copies of which are available free of charge at the SEC's website at www.sec.gov or upon request from Blackbaud's investor relations department. All Blackbaud product names appearing herein are trademarks or registered trademarks of Blackbaud, Inc.

Blackbaud, Inc.
Melanie Mathos, 843-216-6200 x3307
media@blackbaud.com


© Business Wire 2011
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